The Tall Tale of the Successful Sales Team With No CRM
18th January 2019
Once upon a time, there was a sales team that had never invested in a CRM system. The team worked in perfect harmony. If anyone called to speak to a rep who was out of the office, the person answering the call could quickly locate the required spreadsheet, load it up, find the caller on the sheet and scroll through all the notes and fields to find the information they needed without faltering. When the marketing team passed them leads, they intuitively knew which leads were sales ready and therefore which leads they should prioritise calling. And the team communicated with each other so well and were so efficient at keeping their spreadsheets updated that two of them never, ever accidentally called the same lead. And they all lived happily ever after… right??
Probably not. If your teams are still working from spreadsheets, you’ll know that as your business is growing, those spreadsheets getting harder and harder to manage while still delivering a customer experience that makes them want to buy from you. Implementing a CRM system will help your sales team to be more efficient and free up more of their time to be communicating with your potential customers and closing deals, instead of trying to keep on top of spreadsheets. Here’s three reasons why it’s time to ditch that spreadsheet and move to a CRM system.
1. Customer Experience
If you want people to buy from you, the last thing they want to feel like is a name on a list. Customers have high expectations. A CRM system keeps all your customer data in one place, it’s easy to access the information for the relevant people in your business, and it takes away the disjointed feel as customers move from engaging with one team to another on their journey (i.e. from marketing, to sales, to customer service).
2. Prioritising Leads
A CRM system will allow your teams to efficiently prioritise leads, ensuring your team knows who to contact at the right time in their buying journey. You can understand which deals are higher value and require more focus, and prevent leads getting stuck in the pipeline and losing the opportunity. Prioritising leads also provides you with data, such as a customer segment that’s growing or declining, or a stage of the sales process at which most deals are lost. The key thing with data is being able to analyse it and take action; for example, if you can see a stage of the sales process where most deals are lost, then you know you need to review that element of the process.
3. Internal Communication
A CRM systems allows the communication that happens internally to be recorded, and accessed by the relevant people. Team leaders can see at what stage prospects are at and track performance of their teams simply and effectively, tasks and timeframes can be viewed, and there can be a sales and marketing team collaboration that takes your customer experience to new heights.
If you’ve decided it’s time to leave spreadsheets in the past and are ready to find out how your sales can achieve more with a CRM system, you can contact us here.